The language of negotiations

A note on language style:

English speakers, especially Americans, like to express a certain amount of informality as soon as possible. Therefore, they quickly move to first names (although this is NOT a sign of intimacy or friendship). In addition, they quickly begin to use informal language. These facts are intended to signal cooperation among equal partners.

At the same time it is important to maintain an atmosphere of respect. How can we do this when using first names and informal expressions? We show respect in English in the following ways.

1. Use would like rather than want when making requests. It's more indirect and, therefore, is more polite and respectful.

I want to hear you talk about that first point again.
(This could sound too much like a demand.)

I would like to hear you talk about that first point again.
(This is safer.)

2. Use " should ", " could ", or " might " to remind or inform people about what to do next. Without such words, you could sound too much like a teacher or a policeman.

3. Use phrases like "I think " and " maybe " and " perhaps " to introduce suggestions. These words do not indicate uncertainty; they do express respect for the other person.

It's time to start the meeting now.
(This COULD sound too authoritarian.)
I think we should start the meeting now.
(This is safer.)

I'll give you some background information about that.
(This is okay if your VOICE sounds helpful.)
Perhaps I could give you some background information about that.
(This is safer.)

4. Use QUESTIONS to make suggestions. Keep in mind, however, that you are not asking for permission, but you are showing the other person respect by giving him or her a chance to disagree or interrupt before you go on.

So, can we go on to the next point now?
So, are we finished with that point? If so, let's go on to the next one.

NOTE: The better you get to know someone, the less important these strategies become. People who know each other well (and who respect each other) can be much more direct in saying what they want and what they think.

II Practice and Experience

1. Match the objectives of opening negotiations with the corresponding vocabulary:

1.	Welcoming	a	I will now hand the floor to Mr. White, who is … Now let me hand over the meeting over to my colleague, Ms. Bradshaw, who is …
2.	Suggesting a procedure	b	May we leave that till later and first look at… Can we deal with … first?
3.	Checking for agreement	c	What in general terms are you looking for here? May I ask, please, what your proposal is in connection with our company?
4.	Giving the discussion leadership to a colleague	d	On behalf of …I would like to welcome you to It’s my pleasure to welcome you to…
5.	General outline of a proposal	e	I would like now to begin by suggesting the following procedure (agenda). As our first order of business, can we agree on a procedure?
6.	Dealing with digressions	f	Does that fit with your objectives? Does that seem acceptable to you? Is there anything you’d like to change?

 

2. Find in the table below the phrases which are aimed:

9. To review the previous session

10. To move on to the next point

11. To put forward future possibilities

12. To seek clarification

13. To define a proposal more specifically

14. To reassure

15. To ask why

16. To ask why not

a. Why couldn’t you …? Why would you object to …?	e. Let me reassure you that … I can promise you that … Have no doubts that we will …
b. What is the reason for wanting to …? What would you do with …?	f. It involves … It covers … It leaves out …
c. We foresee … We see …	g. At our last meeting, we discussed … Perhaps you will recall that during our last discussion, we decided that …
d. Could you clarify one point for me? I’m not sure I fully understand your point. What exactly do you mean by …? Could you be more specific?	h. Could we now move on to the next subject, which is … Let’s go on to the next subject, shall we?

3. Read the dialogue. What negotiation style is used here? How do the speakers maintain an atmosphere of respect? Find in the dialogue phrases which mean:

I’ll be frank about it.

We can’t accept it.